Five Chimps Theory
The Five Chimps Theory was popularized by author / entrepreneur Naval Ravikant. According to this theory, you can predict the mood and behavior[…]
My Favorite Sales McNuggets
This idea letter is about as nutritious as your Super Bowl buffet. Light, fluffy, and fattening. Here are some of my favorite truth[…]
The Hour Between Dog and Wolf
New technologies are transforming our life and work. Are they really a good thing? Are there dangerous consequences? Yes, in ways you might[…]
Turtle on a Fencepost
The author Alex Haley had a photograph in his office showing a turtle sitting on top of a fencepost. It’s the best metaphor[…]
The Adventures of Hugh Zahnfurst
Tired of getting junk mail? Tired of getting scary-looking scam e-mails? Tired of getting spamming phone calls? Time to take action by creating an alter ego. How?
Ghost in the Machine
Salespeople go crazy when a great prospect stops responding to calls and e-mails. This happens to just about everybody, but why? The causes of[…]
It’s Alive! Or is it?
Expert A: Prevailing wisdom on sales is full of contradictions Expert B: No it’s not
META Sales: Most Effective Tactics Available
Industry researchers estimate salespeople in the information technology field win about 22% of their proposals for new logos. Best-in-class organizations win over 50%[…]
The Myth of the Quick Tip
Be grateful sales is so hard. That’s why it pays so well. Unfortunately, too many gurus and know-it-alls try to make it sound[…]
Take the “Road Less Stupid”
Sorry, Robert Frost fans. I’m not taking the road less traveled in 2024, I’m taking the road less stupid. How so?